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Comparison Waterfall |
| Comparison Waterfall Chart displays 2 data sets side by side: KPI Data and Company data. Data is presented as percentage. Value of the first price point "Global_List_Price" is considered as the percent basis (100%). The chart supports 2 modes: Aggregated mode – Price points are grouped by categories. Drill down mode – Allows you to go through all the price points included in those categories. All price points and adjustments are displayed and calculated.
| Data is categorized into a standardized waterfall format with standardized labels to enable the benchmark. The comparison waterfall enables benchmarking against other companies in order to identify best practices in terms of pricing structure and to identify profit leakage so as to derive levers of improvements.
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Percentage of Accounts with Negative Margin (calculated with revenue) |
 | Bar chart displays KPI Data with 3 separate bars in the X-axis (for bottom quartile, median and upper quartile) and the percentage of accounts with negative margin in the Y-axis. Blue reference line displays Customer Data.
The value corresponds to the average of customer data available in the drill down. Drill down option is available by clicking the blue line – then you get detailed customer data by month. If the output value is negative, it will be shown as zero value.
| This chart displays the revenue share generated by customer accounts that have a negative gross margin in the period shown.
(Revenue of Accounts with Negative Margin / Total Revenue) It measures price effectiveness after all price leakage is taken into consideration. Chart interpretation: X% of my revenue was delivered by customer accounts with a negative gross margin on the period.
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Percentage of Transactions with Negative Margin (calculated with revenue) |
 | Bar chart displays KPI Data with 3 separate bars in the X-axis (for bottom quartile, median and upper quartile) and the percentage of transactions with negative margin in the Y-axis. Blue reference line displays Customer Data.
The value corresponds to the average of customer data available in the drill down. Drill down option is available by clicking the blue line – then you get detailed customer data by month. If the output value is negative, it will be shown as zero value.
| This chart displays the revenue share generated by transactions with a negative gross margin in the period shown.
(Revenue of transactions with Negative Margin / Total Revenue) It measures price effectiveness after all price leakage is taken into consideration. Chart interpretation: X% of my revenue came from transactions with a negative gross margin on the period.
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TTM per Unit Realized Price Percent Increase |
 | Bar chart displays KPI Data with 3 separate bars in the X-axis (for bottom quartile, median and upper quartile) and the Percent of per unit realized price increase in the Y-axis. Blue reference line displays customer data.
The value on the main chart corresponds to the value of the latest available month of data available in the drill down. Drill down option is available by clicking the blue line – then you get detailed customer data by month. If the output value is negative, it will be shown as zero value.
| This chart displays the actual average percentage increase of the realized price in the period shown. It enables companies to analyze whether the realized price has increased in the last trailing twelve months.
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Percentage of Deals Outside Guidelines (calculated with number of deals) |
 | Bar chart displays KPI Data with 3 separate bars in the X-axis (for bottom quartile, median and upper quartile) and the percentage of deals outside guidelines in the Y-axis. Blue reference line displays Customer Data.
The value corresponds to the average of customer data available in the drill down. Drill down option is available by clicking the blue line – then you get detailed customer data by month.
| This chart displays the percentage of deals outside guidelines. It measures the adherence to guidelines over time in number of quotes which allows you to measure price effectiveness and derive corrective actions for deal guidance and approval processes improvement. A deal is considered outside guidelines when InvoicePrice ≤ TargetPrice. Otherwise, it fits in.
In case no TargetPrice is populated, we consider outside guidelines a deal that went through an approval process, i.e. a deal that did not follow a default approval flow for some reason.
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Deal Velocity for Deals Needing Approval (simple average) |
 | Bar chart displays KPI Data with 3 separate bars in the X-axis (for bottom quartile, median and upper quartile) and the Deal velocity in days in the Y-axis. Blue reference line displays Customer Data.
The value corresponds to the average of customer data available in the drill down. Drill down option is available by clicking the blue line – then you get detailed customer data by month.
| This chart displays the average number of days that elapsed between the creation date and the approval date, considering only deals needing approval. Deals needing approval are those which go through the approval workflow, i.e. are not automatically approved. It enables companies to measure processes effectiveness compared to the industry’s standards in order to identify the need for optimizing processes so that deals move faster through the pipeline.
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Average Number of Steps in Approval Process (simple average) |
 | Bar chart displays KPI Data with 3 separate bars in the X-axis (for bottom quartile, median and upper quartile) and the average number of steps in approval process in the Y-axis. Blue reference line displays Customer Data.
The value corresponds to the average of customer data available in the drill down. Drill down option is available by clicking the blue line – then you get detailed customer data by month.
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